Getting to YES Don't bargain over positions !!! That concept explains how positions are part of human beings and their integrity. They are not negotiable unless one of the two negotiators folds and accepts losing, but as no one negotiates to lose there is no point in bargaining over positions. * Arguing over position produces unwise agreements. o As more attention is paid to positions, less attention is devoted to meeting the underlying concerns of the parties. Agreement less likely. * Arguing over position is inefficient. * Arguing over position endangers an ongoing relationship. * When there are many parties, positional bargaining is even worse. * Being nice and giving in is no answer.
Separate people from the problem It's pretty easy to entangle the problem and the negotiator; thus, it is important to keep in mind that the negotiator is a human being with emotions and is not the problem, but the one who will help to solve the real problem. * Negotiators are people first. * Every negotiator has two kinds of interests: in the substance and in the relationship. o The relationship tends to become entangled with the problem. o Position Bargaining puts relationship and substance in conflict. * Separate relationship from the substance; deal directly with the people problem. o Perception + Put yourself in their shoes. + Don't deduce their intentions from your fear. + Don't blame them for your problem. + Discuss each other's perceptions. + Look for opportunities to act inconsistently with their perception. + Give them a stake in the outcome by making sure they participate in the process. + Face saving: make your proposals consistent with their values. o Emotion + First recognize and understand emotions, theirs and yours. + Make emotions explicit and acknowledge them as legitimate. + Allow the other side to let off steam. + Don't react to emotional outbursts. + Use symbolic gestures. o Communication + Listen actively and acknowledge what is being said. + Speak to be understood. + Speak about yourself, not about them. + Speak for a purpose. * Prevention works best. o Build a working relationship. o Face the problem, not the people.
Copyright © PHMC GPE LLC 20012008 sqq All rights reserved